We’ve all seen the books. Idiot’s Guide to this, Idiot’s Guide to that. The idea behind it is simple: boiled down direct information about something. With Idiot’s Guides on everything from home computers to marriage, we thought we would write our own little Idiot’s Guide... (although we don’t think any of our buyers would qualify as idiots.)

1. Have a plan.

Before you go out on a jewelry buying extravaganza, it is best to start with a plan. Your plan can be as simple as ‘general holiday gifts for $20 to $30 retail’ or as specific as ‘three dozen silver hoops in medium to large sizes’.

Base your plan on your store (and your customers’) needs, space restrictions and overall store merchandising plan. You should also have a basic budget in mind to keep yourself on track. Leave room in your plan for any unexpected treasures you may find, or deals too good to pass up.

2. Put together a collection, not pieces.

Before you ever write a single style number, have an overall idea of what you want to order. Think through the groupings within the line, what looks you want to emphasize, and what is better left out. Having an overall idea of what the collection should look like will help you choose pieces while ordering.

Some pieces make great statements, and will sell the whole collection. Others, while they may be great items, may not relate well back to the rest of the group, and are better not to order. Think in terms of colors stories, matching items, and overall visual presentation.

3. Display & merchandising.

Plan on how you will merchandise the jewelry once it gets to the store. Does the manufacturer offer a point-of-purchase (POP) display? Would the jewelry sell better displayed vertically, or does it need to be in a case?

Note down any original ideas you have right on your copy of the order, or you may forget them later. Do you need to order any displays or racks for the jewelry? Plan ahead so the displays and product will arrive together.

4. Think numbers, not dollars.

You should always be thinking in terms of the number of pieces you need to order, not the dollar amount to spend. Break quantities down into categories (for example: 18 necklaces with matching earrings, 12 additional earrings, 6 pins and 12 bracelets.)

Figure the amount of pieces it will take to pull together your collection. Make sure you have enough initial inventory to allow for sell through that won’t make the line look immediately piece-y. Too few pieces, and the line will look picked-over right away.

5. Retail pricing.

Determine your retail prices while you are ordering. While it may not be necessary to know every single retail price when ordering, it is best to have a general idea.

Write these guidelines directly on your copy of the order! If a line, or a specific piece, is particularly well priced, you will need to take an additional markup. (Four and Five times is not unheard of for some very well priced items!) Odds are this will be overlooked in the rush to get new product priced and on the shelves.

Does the jewelry need to be individually priced, or is it better to have a uniform price for items within the collection. For instance, a collection of sterling and stone earrings may wholesale for between $5 and $7, but will sell better if marked a uniform $19 retail. Or will you be offering multiple item price breaks to encourage layering?

6. Backorders.

Be sure to ask if your order will ship complete. If you spend all the time putting together a collection, thinking through your display and ordering a certain number of pieces, but don’t ask this question, you may have done all that work in vain.

Will delaying the ship date allow for a complete shipment, or is it better to take immediate shipment, bump up your quantities and cancel all backorders? Figure out the best method to get the order you need for maximum presentation and sales.

7. Lead times & re-orders.

When will the order ship? How much lead time will be required for re-orders? This is especially important to ask as you near the holidays, or other important seasons. Lead times for many lines fluctuate, and it is better to plan for this ahead of time. Note any important deadlines or dates directly on your order.

8. Terms.

Be sure to specify the payment terms when you order. This will expedite and streamline the order fulfilling process. If time is of the essence, it may be better to charge the order to your VISA for the first order, and have the manufacturer process the Net 30 paper work for your follow-up reorders. For some manufacturers, establishing Net 30 terms takes a long time, and you may not want to wait for your jewelry.

9. Educate & decorate your staff.

Ask for any product or artist information to be sent along with your jewelry. Write any information you think will help your staff sell the jewelry on the order. Educate them as to the selling points of the jewelry; tell them the what the jewelry is made of, where it is made, if it is hand-crafted, and any other interesting information about the jewelry.

Encourage (or require) your staff to wear the jewelry you sell in the store, especially the new trends. Jewelry always looks better on, and seeing the styles modeled on your staff is the best way to increase sales and excitement.

10. Have your rep do the work.

Your rep is like unpaid staff for your store. Take advantage. Talk over your ideas and desires about your collection, overall plan, number of pieces, likes and dislikes. Explain your main customer base or specific target market, and then have the rep or manufacturer put the order together for you.

Be sure to get suggestions about retail pricing for your store, and have them send along any artist or product information. Does the rep have any merchandising or display suggestions for the jewelry. Pick their brains, and benefit from the experience of all their other customers as well.

The vast majority or reps are looking out for your best interest. So put them to work for you. And when you find ones that you really trust and seem to have a good feel for your store and customers, maximize that relationship.